In real estate investing, especially in wholesaling, acquisitions, and dispositions, what’s left unsaid in an email can be more important than what’s written.

When a buyer expresses interest, you’re immediately trying to assess:

Are they serious?
Are they real?
Will they close, or are they shopping your deal?

Buyers rarely come out and say, “I’m not really that interested,” or “I’m planning to assign this to someone else.” Instead, they communicate their intentions through subtle word choices, delays, vague phrases, and the rhythm of their emails.

This guide will show you how to decode buyer emails, recognize hidden signals, and craft better responses that keep you in control of the deal.

Why Buyer Intent Matters

The earlier you understand a buyer’s true intent, the better you can:

• Vet their seriousness

• Control access to your deal

• Preserve your relationship with the seller

• Avoid wasted time and ghosting

• Close more deals with less stress

Let’s break down the most common types of buyers, and how they reveal themselves in email or text.

Buyer Type 1: The Serious End Buyer

These buyers are rare but golden. They’re ready to close, use their own funds, and aren’t playing games.

What Their Emails Sound Like:

• “When can I access the property?”

• “I’m reviewing the title report today. Can you confirm closing timeline?”

• “Please send wiring instructions.”

What They Don’t Say:

• Anything vague or evasive

• “Let me run it by a partner” 3 times

• “Can I get more pics first?” with no follow-up

Other Signals:

Short emails, few questions
Prompt, clear answers
Offers quickly and moves toward closing

What to do: Prioritize. Send them what they need ASAP and consider giving them first look on your future deals.

Buyer Type 2: The Window Shopper

This buyer loves to “express interest”, but rarely takes action.

Their Emails Say:

• “Can you send me more details?”

• “I might have someone for this.”

• “What’s the lowest you’ll take?”

What They Mean:

• “I’m just seeing what’s out there.”

• “I don’t actually have funds or buyers.”

• “I want to seem active, but I won’t commit.”

Red Flags:

They email you on 10 deals but never make an offer
They ask the same basic questions every time
They disappear as soon as you push for action

How to handle it: Keep them on your list, but don’t rely on them to close. Tag them accordingly and only send deals that need wide exposure.

Buyer Type 3: The Assignor (Wholesaler in Disguise)

This buyer’s entire plan is to lock up your deal, and resell it to someone else. They may never intend to close.

Their Emails Say:

• “Can I use my own contract?”

• “Is this assignable?”

• “I’ll have a partner take a look.”

These are classic signals they plan to assign your deal.

Subtle Variations to Watch For:

• “We’re ready to move forward” → We’re hoping someone else says yes

• “We” language (but never names the team) → Hiding the true decision-maker

• “My team will be in touch” → Not actually their team

When They Ghost:

• After the first showing

• After you ask for proof of funds

• As soon as inspection ends

What to do: Ask directly:

“Just so I understand, are you planning to close on this yourself, or assign it to an end buyer?”

Set expectations early with clear assignment clauses and firm deadlines.

Buyer Type 4: The Tire-Kicker with a Big Ego

This buyer wants to feel important. They’ll waste your time asking questions, critiquing the deal, and making lowball offers.

Their Emails Say:

• “This is way overpriced. I’m in at $75K.”

• “You should really rehab this yourself.”

• “I’ve done a hundred deals.”

But:

• They don’t offer real comps

• They never wire earnest money

• Their closing track record is unclear

Decoded Intent: They’re not actually interested, they’re just talking.

Your move: Don’t take it personally. Reply with neutral facts or move on.

Buyer Type 5: The Ghost in Disguise

This buyer starts strong. Great email. Prompt replies. Then… silence.

Early Emails Look Like:

• “I’m definitely interested.”

• “Looks good. Let me talk to my team.”

• “Can you hold this for me?”

Then:
Nothing for 2 days
Then “Still reviewing.”
Then nothing again

This ghoster wants to look committed without committing. They often use urgency bait, like:

“I’m definitely in, just need a quick walkthrough.”

But when pushed for EMD or contract, they vanish.

Tip: The bigger their “excitement” up front, the harder the ghost hits later.

Prevent it by:
Asking for EMD within 24 hours
Giving firm deadlines
Not holding the deal “just in case”

The Buyer Intent Decoder: Common Phrases and What They Really Mean

Here’s a cheat sheet of common buyer email phrases, and the decoded meaning behind them:

How to use this: Don’t assume bad faith. But DO follow up with clarifying questions and push toward commitment.

Spotting Intent in Timing and Cadence

It’s not just the words, it’s the pace of the conversation.

Serious buyers:

• Reply quickly

• Ask relevant follow-ups

• Move toward close

Assignors:

• Ask vague questions

• Delay responses

• Schedule walkthroughs for “someone else”

Window shoppers:

• Respond late at night

• Ask questions already answered in the email

• Bounce from one deal to another

Pro tip: If someone’s taking longer than 24 hours to reply, especially after showing strong interest, downgrade their deal priority until they show signs of re-engagement.

How to Respond Strategically

Let’s say you receive a vague email:

“Hey, looks interesting. Can you send me pics, comps, and let me know what the lowest you’ll go is?”

Instead of playing email ping-pong, respond like this:

“Glad it caught your eye! Photos and comps are attached. Asking price is firm for now unless you’re ready to commit. Are you planning to buy and hold, flip, or assign this deal? Just want to align expectations.”

This does three things:

1. Gives them what they asked for.

2. Sets a boundary around pricing.

3. Forces them to state their intent.

If they’re serious, they’ll answer. If they’re not, they’ll fade.

Build a “Buyer Behavior” Database

Track every interaction. It’ll make your future dispo easier and smarter.

Create a simple CRM tag system:

• 🔵 “Closer” = Bought before, responsive, funds verified

• 🟠 “Assignor” = Assigns consistently, transparent

• 🔴 “Ghost” = Inquired but disappeared

• ⚫ “Tire kicker” = No follow-through, critiques often

• 🟢 “JV-ready” = Has buyers, closes when structured right

Pro tip: Over time, you’ll build patterns and know who’s worth priority, and who’s just inbox noise.

Red Flags That Demand a Follow-Up

If you spot any of these in a buyer email, follow up with a quick phone call or direct reply:

• “Can I walk the property tomorrow at noon?” (ask who’s coming)

• “I’ll sign once my partner gives the green light.” (ask who the partner is)

• “We’re in at asking price.” (confirm funds and entity name)

• “Need just a couple days to finalize.” (ask what’s being finalized)

Your response should always aim to reduce ambiguity.

Add Buyer Intent Checks to Your Process

Here’s how to build intent verification into your standard dispo workflow:

Step 1: Auto-Respond With Key Questions

Use a template like:

“Thanks for your interest! Are you planning to close directly or assign? Can you share your entity name and POF?”

Step 2: Give Light, Early Access Only

Let them walk the property or see photos, but don’t send contracts or title details until intent is confirmed.

Step 3: Push for EMD Fast

“Looks like you’re in. Let’s go ahead and get a non-refundable EMD in today to hold it for you.”

Step 4: Use a Buyer Questionnaire

Send a short form (Google Form or Typeform) with:

• Entity Name

• Buying Strategy

• POF

• Timeline to close

• Contact info

It shows you’re professional, and filters the real from the fake.

Don’t Assume, Confirm

Every buyer says they’re interested.

But the professionals know: it’s not what they say, it’s what they signal.

When you learn to decode buyer emails:

• You save hours of wasted time

• You avoid deals falling apart at the 11th hour

• You start working with people who actually perform

And when you stop chasing ghost buyers and window shoppers, you start building real deal flow.

So the next time someone emails you “I’m in”, don’t just celebrate.

Read between the lines.